AI Summary
→ WHAT IT COVERS Jeb Blount advises Zach Mofield, a solar sales rep navigating a post-merger player-coach role, on how to protect prospecting time while taking on director-level responsibilities without additional compensation. → KEY INSIGHTS - **Compensation Alignment:** When asked to perform director-level work on an individual contributor pay plan, immediately begin regular, non-confrontational conversations with leadership to restructure compensation. Silence signals acceptance — keep the topic on the table until it is formally resolved. - **Sacred Prospecting Blocks:** Block prospecting hours on your calendar with a clear label and refuse meetings scheduled during that window. Communicate directly to leadership that individual sales revenue funds the division itself, making those hours non-negotiable regardless of planning demands. - **Role Separation Mindset:** Treat the two roles as distinct identities operating on separate schedules. Mentally switching between strategic planning and active selling is a cognitive drain — assigning fixed time windows to each prevents the bleed-over that degrades performance in both areas. - **Negotiate a Clear Exit Path:** While performing dual roles, consistently push leadership for a documented transition plan that defines the headcount threshold at which individual sales responsibilities transfer fully to a leadership role, preventing indefinite role drift. → NOTABLE MOMENT Blount points out that Zach's biggest obstacle is not workload but self-discipline — the excitement of building a new division can quietly consume selling hours before the rep even notices the damage. 💼 SPONSORS None detected 🏷️ Player-Coach Role, Sales Prospecting, Sales Leadership, Compensation Negotiation